Handling the Economy Objection Once and For All by Mike Brooks

If you're still getting the "We're just not going to do anything until the economy (settles down or improves, or whatever...), when you are closing the sale and asking for the order, then I've got some good news and bad news for you:

First the good news: After reading this article, and applying the techniques in it, you will virtually eliminate this objection once and for all.

Now the bad news: If you're getting this objection during the close when you're asking for the sale then you're responsible for creating it.

Here's the bottom line: It's your responsibility to qualify out any economy, price, budget objections on the front end call so that these objections don't come up during the close. If you're still getting these objections later on, it means you didn't "disqualify" out the non-buyers - which are what you're dealing with when you get this objection.

It doesn't mean they aren't ever going to be buyers, it just means they aren't going to buy now. And you need to know that in the beginning and not send any information or demo out.

Here are some questions to ask to identify who will and who won't use the "We're just going to wait until the economy gets better" objection.

During the qualifying call, make sure and ask any of the following questions by working them into your specific sale:

"A lot of companies are taking advantage of this (your product or service) now that the economy is slow - do you think the time is right for you, too?"

"Given what's happening in the economy right now, do you still see yourself (or your company) moving forward with this now?"

If they say they don't know, then layer it with:

"When do you think would be a more appropriate time for you?"

Also, ask:

"How are you doing in this economy?"

Layer:

"Are you still going to be able to participate in this if we can get you the (price, rate, deal) we're talking about here?"

Ask:

"__________, many of our clients find that this (your product or service) is still important regardless of what is happening in the economy - is it
something that you still have in your budget?"

I think you're getting the idea, right? The bottom line is that it's up to you to eliminate any budget objections before you get into the closing arena. And you'll do this by asking these types of qualifying/disqualifying questions in advance.

Start using them today and watch as your closing ratio goes up, and your frustration level goes down.
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Mike Brooks, Mr. Inside Sales, works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: MrInsideSales.com

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The Key to Influencing Others By Brian Tracy

Do Nice Things For Others...
One of the best ways to influence someone is to do something nice for him.

I know many successful salespeople who make a habit of taking their prospects out to breakfast or lunch. During the breakfast or lunch, they do not talk about their products or services unless the client brings it up. They merely make small talk, ask questions and listen.

They work on building trust, and they work on establishing a friendly relationship. At the end of the breakfast or lunch, they tell the prospect that they will be getting in touch with him sometime in the future with the possibility of talking to him about helping him in some way.

See Them As Friends and Partners...
The best salespeople and businesspeople in America today are those who look upon their customers and prospective customers as friends and partners.

They always look for ways to help their partners improve their lives in ways that are not directly related to the products or services they sell. They sow seeds, and they reap a harvest. They trigger a desire in people to reciprocate.

When the time comes for those salespeople to approach their prospects with the possibility of buying their products or services, the prospects are wide open to the questions and inputs of the salespeople. The prospects have a deep-down desire to reciprocate.

Send Thank You Notes...
One of the best ways to use this principle in your interactions is to continually look for ways to say and do positive things for people. Look for ways to do kind acts and favors for your friends and prospects.

Send thank-you notes. Send birthday cards. Send clippings from newspapers about subjects that you feel may be of interest to them. Always keep your promises, and follow up on your commitments.

Always do what you say you will do. Do everything possible to put in, knowing confidently that you will ultimately be able to get out far more. You will reap if you sow.

Be A Go-Giver Rather Than A Go-Getter...
Someone has observed that no one ever built a statue to a person to acknowledge what he or she got out of life. Statues are built only to people to acknowledge what they gave.

The most powerful, influential and successful people you will ever meet always look for ways to do nice things for others.

When you meet someone under almost any circumstance, one of the best questions you can ask is this: "Is there anything that I can do for you?"

Always look for ways to put in rather than to take out. The successful man or woman of today is a "go-giver" as well as a go-getter.

Be Open and Empathetic...
The more that people feel that you are open and empathetic and sensitive to their needs and concerns, the more open they will be to your influencing them positively in some way.

And the more you can influence others with the power and impact of your personality, the more you will accomplish, and the faster you will accomplish it. The more rapidly you will move toward the great success that you desire and deserve.

Action Exercises:

Here are two things you can do immediately to put these ideas into action.

First, look for ways to do nice things for other people, especially your family, friends, and customers. The more nice things you do for others, the better you feel about yourself.

Second, take time to really listen to people, especially your staff and coworkers. The more and better you listen to others, the greater is your influence over them.
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Brian Tracy is one of the world's leading authorities on personal and business success. His fast-moving talks and seminars are loaded with powerful, proven ideas and strategies that you can apply immediately to get better results in every area. Visit the Brian Tracy web site.

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Mine Proposals for Hidden Gems of Opportunity By Kendra Lee

With the economy causing prospects and clients alike to clamp their wallets shut, we’re looking everywhere to fill our pipelines. One place you may not have examined recently is in your past proposals, yet they could be the quickest place to find new opportunities.

When I’m working with a prospect, I like to look further and deeper than the initial problem they see to get to all the potential issues creating it. Often the problem isn’t a simple one and the deeper I dig with questioning, the more I learn about how we can solve it.

My consultative approach results in a proposal that goes beyond one recommendation. It includes four, five, six suggestions or more on things they can do to address the challenge, complete with several options of how to get started.

It’s beefy and full of ideas they can choose to implement – or just think about for now.

And therein lies the opportunity for us in a tough economy!

If you’re writing a meaty proposal like I do, often your clients will choose to move forward with only a portion of what you recommended. They liked your ideas, but budget, resources, or timing limited their initial implementation.

They probably even told you they’d like to “wait and do the other things later.”

And, if you’re a savvy seller you pinned them down to dates of when they’d do the “other things.”

But busy as we are, and aware of how clients are looking to conserve spending, you may not have revisited those “other things.”

Now’s the time! You could have a goldmine of opportunity right on your hard drive!

Go back and revisit your proposals from the last twelve months. Look first at the suggestions they chose to invest in.
* How’s their implementation progressing?
* What progress have they made in solving the problems they chose to deal with first?
* Where do they still need help to eliminate those challenges? Do you smell an opportunity there?

Then, look at all those great recommendations you made but they elected to wait on. Here’s the goldmine just waiting for you to unearth it!
* Do the issues behind your suggestions still exist?
* Could they make a difference in your client’s profitability or cost cutting if fixed now?

Don’t wonder. Go find out!

Set up a review meeting to do a status check with your client.

I really like review meetings. These are your opportunity to check in on how you’re doing, reinforce the great work you’ve completed so far, and get your client’s agreement on value they’ve already experienced.

Dust off the proposal and use it as your guide in the meeting.

The best part is, your client will remember it well. Before making any decision in the first place you know he spent a great deal of time studying it. You reviewed the document in depth with him to be sure he did!

Use the proposal to revisit the issues you originally discovered and agreed upon before you started working together. Share the areas you think you can help take the results they’ve already experienced to even higher levels with some simple tweaks or additions.

Next, remind your client of the recommendations you’d made. Discuss those things they wanted to “wait and do later.”

As you talk, the pain of those yet unsolved issues will come roaring back. Your client may see the need to address them now, especially if it’ll help reduce costs, drive more revenue, or improve the productivity of an already overworked staff.

Get creative and show how you can help even within their tight budget. Your clients will appreciate the attention you’ve given their problems.

Before you know it, new opportunities will surface and your pipeline will be healthy again.
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Kendra Lee is author of "Selling Against the Goal" and president of KLA Group. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, as well as subscribe to her newsletter visit www.klagroup.com or call +1 303.773.1285.

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